Major Account Manager - State Government, Southern Germany

As a Major Account Manager, you will lead large and complex sales engagements to secure our customers’ digital environments. You’ll work closely with internal partners to deliver tailored security solutions and drive revenue growth. You will position Palo Alto Networks’ portfolio in a rapidly evolving threat landscape and steer territory plans, forecasting, and value-based proposals. This role is embedded in a collaborative, outcomes-focused culture that values cross-functional teamwork and channel partnerships.

• Drive and orchestrate large, complex sales cycles across accounts within your territory
• Lead consultative selling to identify business challenges and craft tailored solutions
• Understand customer needs and competitive landscape to position the full portfolio
• Create clear goals and accurate forecasts via a detailed territory plan
• Leverage customer stories to articulate the value proposition for each account
• Stay informed on industry trends and their impact on our products and services
• Travel within the territory and to company-wide meetings as needed

• Experience selling complex SaaS-based security or networking solutions
• Proven track record in consultative sales and value-based selling, ideally with government accounts in Southern Germany
• Technical aptitude to translate technology into business outcomes
• Ability to analyze data, identify root causes, and provide scalable solutions
• Relationship-building with channel partners for a channel-centric GTM approach
• Strong understanding of the full sales cycle and structured sales processes
• Fluent in English and German with strong communication and presentation skills
• Willingness to travel within the territory

• Consultative communication
• Autonomy and self-direction
• Strong relationship-building
• SaaS architectures
• Networking and security domain knowledge
• Value selling and complex solution selling